I tried to put my Hug Your Kids project on the back burner, but it was like a big St. Bernard dog that kept hounding me (pardon the pun) and begging me to take him home and love him. “It’s not logical, especially not in this economy,” I told him. He just looked at me with his deep, brown eyes and gave me a crazy, drooly smile. He seemed to say, “I know it’s not logical, but if you do you’ll be rewarded in ways you can’t even imagine.”

How could I resist a sales pitch like that? So I’m putting Savvy Selling on the back burner for at least a year, and going full-time on the Hug Your Kids project. Step One is to get our official non-profit status. I’ve already started the paperwork. Step Two is to rename it Global Hug Your Kids Day, and start to encourage folks all across the US and even the world to organize small events in their town, in honor of a special kid or just for all the families nearby. I’ll cross-promote them through Hug Your Kids, like a hub. http://www.HugYourKidsToday.com

So, Happy 2010. ‘Hope it’s outrageously prosperous and fun for you.

And don’t forget, to hug your kids and your spouse/ partner. You can’t be savvy at selling if you haven’t taken care of your family first.

OK, I vowed to keep my Sales and Hug lives separate but I just saw this tear-tugging video of soldiers who return from active duty and surprise their children at school. Notice that every time, they run to each other and hug like crazy. They don’t shake hands or exchange trite pleasantries – they hug!
The sales lesson? If you have kids – or even a spouse or partner – remember to hug them when you see them, no matter how long you’ve been away. Hugs matter!

Christine Hohlbaum (shown above) lives in Germany and is just releasing a book called, “The Power of Slow.” It’s such a contrarian idea, I asked her to write a quick guest post.

Sales people are more susceptible to burn-out than most other professionals. Engaging in clock combat to ‘seal the deal’ can even add to the problem.

That is why it is particularly important to embrace a more positive relationship with time. As you step back to look at the Big Picture, you are more readily able to determine what is truly important in your job. That leads to better decisions, which saves you loads of time in the long run. Sustaining a healthy pace through the power of slow and its underlying principles can help you stay the course to success.~~

~Christine Louise Hohlbaum, The Power of Slow: 101 Ways to Save Time in Our 24/7 World (St. Martin’s Press, October 27, 2009).

When I was a little girl, we used to sing a Sunday School song with the line, “Hide it under a bushel – No! I’m gonna’ let it shine.” Yet as adults in sales, how often do we forget to let our successes shine?

When you’re selling, don’t forget to mention the awards, testimonials, and other successes you’ve experienced – or others in your company or industry have achieved. Worried about sounding like like a braggart? In Texas, we say, “It ain’t bragging if it’s true.” Customers are looking for safe decisions these days so help them feel safer by advertising your success. Just remember to stick to the facts – and let your little light shine.

There are so many facets and steps to selling but only one matters: closing the sale. All the other steps can be major time suckers — prospecting using social media, networking, polishing your presentation skills, making dazzling PowerPoint slides, and writing articles. Take the short path: call all the prospective customers with whom you’ve connected in the last year, get an update on their situation, and ask them to buy a speech, products, or services.

I went to a new hair stylist today. When I saw her tattoo of hair-cutting scissors on her forearm, I knew she was committed to giving great hair services. If she doesn’t, it will be really embarassing for her with this tattoo!

How about you? Are you committed to being great in sales? Would you wear a tattoo with “Sales Professional” on your forearm? Commit yourself to being a professional in sales by reading a good sales book, finding some new prospective customers – or closing a sale! Be committed – or get committed.

In Selling, like in life, keep it simple. The shortest sales path is usually the best. Don’t make your sales process or sales pitch complicated. You might confuse your customer – and a confused customer says “No.” Rather, prepare ahead of time to lead the customer on the most direct path from “Huh?” to “I’ll buy it.” Keep your Selling simple for more success.

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